Physiology of Shopping

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Speaker: John Ross, CEO, Shopper Sciences

Speaker: John Ross, CEO, Shopper Sciences

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  • 1. Physiology of shopping
  • 2. Why
    are sales falling short?
    aren’t promotions working?
    are we losing to proprietary brands?
    are we losing share?
  • 3. How
  • 4. How
  • 5. Forensics
    VOC Net Promoter
    Exit Interviews
    ROI Analysis
    Brand health
    Transaction analysis
    Loyalty card data
    Segmentation
    Multi- variant analysis
    Macroeconomic factors
    Focus groups
    Socialmonitoring
    Blame the stores
    Blame the weather
  • 6. Neural Shopping Map
    Awareness
    Knowledge seeking
    Budget maximization
    Shopping
    Consumer driven
    Purchase
    Brand Inputs
    Awareness marketing
    Educational efforts
    Promotion
    In-store
  • 7. Dedicated to understanding shoppers and shopping behavior better than any other company in the world.
  • 8. New tools reveal the new shopper journey
  • 9. Media Usage, Macro trends 2011
    Sources Used
    TV
    IN-store POP
    Search
    Direct Mail
    Social Media F&F
    Sales Associate
    Comparison shopped online
    Packaging
    Newspaper
    Stimulus
    FMOT
    ZMOT
  • 10. Net Influence – Source Category Nets
  • 11. Almost double the number of sources in just one year
  • 12. Industry Example: Grocery
    Searched online
    Talked with friends & family
    TV ads
    Saw an ad in a newspaper/Newspaper insert
    Looked at the product package at the store
  • 13. Media Example: Searched online, Used a search engine
    Voters
    Travel
    OTC Health
    Tech
    CPG - Beauty
    Automotive
    Restaurant
    CPG - Grocery
    Banking
    Credit Cards
    Investments
    Insurance